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    <title>Document</title>
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            {
                "name": "发现",
                "child": {
                    "name": "发现客户，建立联系确定是否为有效线索",
                    "child": [
                        "发现关键动作非必须",
                        "发现关键动作必须"
                    ]
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            },
            {
                "name": "关注",
                "child": {
                    "name": "识别客户，初步分析需求，获取客户对傲林初步兴趣",
                    "child": [
                        "关注关键动作非必须",
                        "关注关键动作必须"
                    ]
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            {
                "name": "探索",
                "child": {
                    "name": "接触客户高层，获取客户高层对傲林认可",
                    "child": [
                        "探索关键动作必须",
                        "探索关键动作非必须"
                    ]
                }
            },
            {
                "name": "确立",
                "child": {
                    "name": "准备针对性解决方案，获取客户IT和业务高层对方案认可",
                    "child": [
                        "确立关键动作非必须",
                        "确立关键动作必须"
                    ]
                }
            },
            {
                "name": "确认",
                "child": {
                    "name": "深度调研，完成详细方案设计、sow、项目预算报告",
                    "child": [
                        "确认关键动作非必须",
                        "确认关键动作必须"
                    ]
                }
            },
            {
                "name": "一致",
                "child": {
                    "name": "完成招投标等项目签约工作",
                    "child": [
                        "一致关键动作非必须",
                        "一致关键动作必须"
                    ]
                }
            },
            {
                "name": "成功",
                "child": {
                    "name": "项目实施、复盘",
                    "child": [
                        "成功关键动作非必须",
                        "成功关键动作必须"
                    ]
                }
            }
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